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Mike Sullivan, Growth Expert in Columbus, United States
Mike Sullivan

Growth Expert in Columbus, United States

Member since July 6, 2022
Mike is a sales and business development executive with five successful startups and turnarounds in Silicon Valley, generating several billion dollars in investor and founder equity. He is exceptional at assessing sales, business development, and go-to-market situations and developing strategies and plans for success. Mike is a Toptal freelancer because he enjoys helping clients achieve the success they deserve.
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Case studies

  • Global Expansion Assistance
    Global Expansion Assistance
    • Business Development
    • Sales Pitches
    • Emailers
    • Executive Coaching
    • Sales Strategy
    • New Business Development
    • Creative Problem Solving
    • Startups
    • Business to Business (B2B)
    • Market Development
    • International Executive Coaching
    • Digital Marketing
    • Business Process Optimization
    • Content Strategy
    • Storytelling
    • Small Business Management
    • Small Business Consultants
    • Business Partnerships
    • Partnerships
    • B2B Partnerships
    • Partnership Identification
    • Strategic Partnerships
    • Partnership Management
    • Value Proposition
    • Go-to-market Strategy
    • B2B
    • Pricing
    • Email Marketing Automation
    • Sales & Channel Enablement
    • Executive Presentations
    • Client Presentations
    • Presentations
    • Client Relationship Management
    • Deal Closure
    • LinkedIn Marketing
    • English
    • Business
    • Sales Funnel
    • Sales Growth
    • Market Entry
    • Customer Relationship Management (CRM)
    • Visual Storytelling
    • Business Models
    • Fundraising
    • Sales Forecasting
    • Sales Effectiveness
  • Expansion of Chiropractor and Functional Medicine Practitioner
    Expansion of Chiropractor and Functional Medicine Practitioner
    • Business Development
    • Digital Marketing
    • Business Process Optimization
    • Sales Strategy
    • New Business Development
    • Creative Problem Solving
    • Startups
    • Business to Business (B2B)
    • Market Development
    • Content Strategy
    • Small Business Management
    • Small Business Consultants
    • Business Partnerships
    • Partnerships
    • Digital Marketing Strategy
    • Email Marketing Automation
    • Executive Presentations
    • Client Presentations
    • Presentations
    • Client Relationship Management
    • LinkedIn Marketing
    • Sales Funnel
    • Sales Growth
    • United States
  • Go-to-market Strategy for a Developer of Blockchain-based Business Applications
    Go-to-market Strategy for a Developer of Blockchain-based Business Applications
    • B2B
    • B2B Partnerships
    • Marketing Automation
    • Website Setup
    • Website Ranking
    • SEO Tools
    • Organic SEO
    • Executive Presentations
    • Client Presentations
    • Presentations
    • Client Relationship Management
    • B2B Lead Generation
    • Deal Closure
    • LinkedIn Marketing
    • Blockchain
    • Sales Funnel
    • Sales Growth
    • Market Entry
    • Customer Relationship Management (CRM)
    • Visual Storytelling
    • Apps
    • Business Models
    • Fundraising
    • Sales Forecasting
    • Sales Effectiveness
    • Education

Industry Expertise

  • Custom Software & IT Services
  • Training
  • Finance
  • Banking
  • Healthcare Services
  • Law Firms & Legal Services
  • Media & Internet
  • Ticket Sales

Other Expertise

  • Business Development
  • Licensing
  • New Business Development
  • Sales & Channel Enablement
  • Sales Strategy
  • Sales Training
  • Startups
  • Tech Sales

Employment

  • Sales and Business Development Consultant

    2008 - PRESENT
    Freelance
    • Facilitated new business development and created vision and mission statements, business plans, pitch decks, and email sequences for over a dozen startups, which resulted in successful launches and accelerations.
    • Created sales staffing and compensation plans, sales for startups and early-stage SaaS companies resulting in year-to-year growth of over 30% utilizing creative problem-solving techniques.
    • Improved the close rates with tech sales organizations and profit margins for numerous companies by coaching sales representatives to understand buyer mentality and motivation, create value propositions, and effectively communicate these to clients.
    Focus areas: Sales Training, Sales Strategy, Sales Compensation, Business Development, Creative Problem Solving, Marketing, Management, New Business Development, Tech Sales, Startups, Business to Business (B2B), Market Development, Licensing, Technology, OEM Sales, Mobile, Mobile Apps, Network Security, Sales Pitches, Emailers, Executive Coaching, International Executive Coaching, Digital Marketing, Business Process Optimization, Sales Management, Sales Process Management, Business Strategy, Content Strategy, Storytelling, Small Business Management, Small Business Consultants, Startup Consulting, Lean Startups, Startup Growth Strategy Development, Email Templates, Business Partnerships, Partnerships, Partnership Identification, B2B Partnerships, Strategic Partnerships, Partnership Management, Business Technology, Technology Consulting, Value Proposition, Go-to-market Strategy, B2B, Digital Marketing Strategy, Pricing, Email Marketing, Email Marketing Automation, Sales & Channel Enablement, English, Business, Cybersecurity, Growth Strategy, Market Fit, B2C, Sales, Lead Generation, Wireless Systems, Strategy, Executive Presentations, Client Presentations, Presentations, Client Relationship Management, B2B Lead Generation, Deal Closure, LinkedIn Ads, LinkedIn Marketing, Blockchain, Sales Funnel, Sales Growth, Market Entry, Sales Operations, Customer Relationship Management (CRM), Visual Storytelling, Apps, United States, Business Models, Fundraising, Sales Forecasting, Retail Industry, Sales Effectiveness, Education

  • Vice President of Western Region

    2003 - 2006
    Airdefense
    • Created the market for new wireless LAN (802.11) security and performance monitoring concepts and products. Captured new clients in key verticals, including healthcare, biotech, finance, manufacturing, and government.
    • Signed agreements with major accounts, including Catholic Healthcare West (CHW), one of the largest healthcare chains in the western region, and established strategic alliances with IBM, INS, Cisco, Perot Systems, and SBC.
    • Increased revenues 80%-100% year-over-year to $14 million annually and retained 100% of accounts during the tenure.
    • Developed the WLAN systems integrator channel in the western region.
    Focus areas: Startups, Business to Business (B2B), Business Development, New Business Development, Creative Problem Solving, Management, Tech Sales, Sales Training, Sales Strategy, Sales Compensation, Market Development, Licensing, Technology, OEM Sales, Mobile, Network Security, Sales Pitches, Emailers, Executive Coaching, Sales Management, Sales Process Management, Business Strategy, Small Business Management, Small Business Consultants, Startup Consulting, Lean Startups, Startup Growth Strategy Development, Email Templates, Business Partnerships, Partnerships, Partnership Identification, B2B Partnerships, Strategic Partnerships, Partnership Management, Business Technology, Technology Consulting, Value Proposition, Go-to-market Strategy, B2B, Pricing, Email Marketing, Email Marketing Automation, Sales & Channel Enablement, Growth Strategy, Market Fit, Sales, Lead Generation, Wireless Systems, Strategy, Executive Presentations, Client Presentations, Presentations, Client Relationship Management, B2B Lead Generation, Deal Closure, LinkedIn Ads, LinkedIn Marketing, Sales Funnel, Sales Growth, Market Entry, Customer Relationship Management (CRM), Visual Storytelling, Apps, United States, Business Models, Fundraising, Sales Forecasting, Retail Industry, Sales Effectiveness, Education

  • Vice President of Global Business Development

    2001 - 2003
    AeroScout
    • Established global, executive-level relationships to achieve technology design wins and sales in the new market of wireless LAN (802.11) location sensing and Bluetooth distance measurement with alpha and beta products.
    • Developed partnership with RADIUS authentication server partners to create the industry's first location-based authentication solution. Authored location-based security patent.
    • Closed OEM agreements with two divisions of NTT DATA in Japan and collaborated with teams to define applications, target markets, business models, and pilot projects to create WLAN location-based services market in Tokyo.
    • Secured agreements with global leaders such as Sony-Ericsson, Symbian, Motorola, and HP. Secured a deal with Intel to integrate AeroScout Bluetooth IP into the Centrino platform and from IBM to combine with ThinkPad notebook products.
    Focus areas: Market Development, Technology, Licensing, OEM Sales, Creative Problem Solving, Marketing, Management, New Business Development, Tech Sales, Sales Training, Sales Strategy, Business Development, Sales Compensation, Startups, Business to Business (B2B), OEMs, Mobile, Network Security, Sales Pitches, Emailers, Executive Coaching, Sales Management, Sales Process Management, Business Strategy, Small Business Consultants, Startup Consulting, Lean Startups, Startup Growth Strategy Development, Email Templates, Business Partnerships, Partnerships, Partnership Identification, B2B Partnerships, Strategic Partnerships, Partnership Management, Business Technology, Technology Consulting, Value Proposition, Go-to-market Strategy, B2B, Pricing, Email Marketing, Email Marketing Automation, Sales & Channel Enablement, Growth Strategy, Market Fit, Sales, Lead Generation, Wireless Systems, Strategy, Executive Presentations, Client Presentations, Presentations, Client Relationship Management, B2B Lead Generation, Deal Closure, LinkedIn Ads, LinkedIn Marketing, Sales Funnel, Sales Growth, Market Entry, Sales Operations, Customer Relationship Management (CRM), Visual Storytelling, Apps, United States, Business Models, Fundraising, Sales Forecasting, Retail Industry, Sales Effectiveness

  • Vice President of Global Sales and Business Development

    1998 - 2001
    CIC
    • Reversed the company's money-losing direction and near NASD de-listing to over $1 billion in investor equity in two years. Became the third-highest NASD volume when one of the key clients, Palm, Inc., went public.
    • Closed OEM licensing deals with high-profile companies, including a $1.5 million creative OEM licensing agreement with Sony-Ericsson/Symbian, $750,000 to Microsoft, and $500,000 to Fujitsu America. Developed early SaaS pricing models.
    • Led a five-member team selling development tools and products to enterprise and developer markets. Revenue was virtually nonexistent when I joined, but the company became profitable in my first year.
    • Sold the first electronic signature solutions to Charles Schwab and other financial institutions.
    Focus areas: OEMs, Mobile, Mobile Apps, Creative Problem Solving, Marketing, Management, New Business Development, Tech Sales, Sales Training, Sales Strategy, Business Development, Sales Compensation, Startups, Business to Business (B2B), Market Development, Licensing, Technology, OEM Sales, Network Security, Sales Pitches, Emailers, Executive Coaching, Sales Management, Sales Process Management, Business Strategy, Storytelling, Small Business Management, Small Business Consultants, Startup Consulting, Lean Startups, Startup Growth Strategy Development, Email Templates, Business Partnerships, Partnerships, Partnership Identification, B2B Partnerships, Strategic Partnerships, Partnership Management, Business Technology, Technology Consulting, Value Proposition, Go-to-market Strategy, B2B, Pricing, Email Marketing, Sales & Channel Enablement, Cybersecurity, Growth Strategy, Market Fit, B2C, Sales, Lead Generation, Wireless Systems, Strategy, Executive Presentations, Client Presentations, Presentations, Client Relationship Management, B2B Lead Generation, Deal Closure, LinkedIn Ads, LinkedIn Marketing, Sales Funnel, Sales Growth, Market Entry, Sales Operations, Customer Relationship Management (CRM), Visual Storytelling, Apps, United States, Business Models, Fundraising, Sales Forecasting, Retail Industry, Sales Effectiveness

  • District Manager

    1995 - 1998
    International Network Services
    • Secured new business from major accounts such as Clorox, Charles Schwab, The Gap, and University of California San Francisco. Sold complex enterprise network solutions from corporate backbones to information security audits and policy development.
    • Recognized as the top sales representative in the highly competitive San Francisco district.
    • Secured a contract for $50 million or $1.7 million per year for three years with the University of California San Francisco to develop an ATM/SONET campus backbone and design and develop a new network operations center.
    Focus areas: Business Development, Sales Pitches, Sales Strategy, Creative Problem Solving, Management, New Business Development, Tech Sales, Sales Training, Sales Compensation, Startups, Business to Business (B2B), Market Development, OEM Sales, Network Security, Sales Management, Business Strategy, Partnerships, Partnership Identification, B2B Partnerships, Technology Consulting, Go-to-market Strategy, B2B, Cybersecurity, Executive Presentations, Client Presentations, Presentations, Client Relationship Management, Deal Closure, LinkedIn Ads, Sales Funnel, Sales Growth, Market Entry, Customer Relationship Management (CRM), Visual Storytelling, Apps, United States, Business Models, Fundraising, Sales Forecasting, Sales Effectiveness

  • Western Regional Director

    1991 - 1995
    Unisys Network Enable
    • Turned around the San Francisco district from 48th place out of 52 to third place in year one.
    • Served as the go-to solution for LOB representatives and exceeded quota by 325%.
    • Acted as the western region director to replicate success in the rest of the 13 states. Promoted the organization to senior regional management and obtained buy-in from LOB district managers.
    • Restructured the region sales, application engineering, and support organization to achieve 32% year-to-year performance when the region was declining.
    Focus areas: Business Development, Sales Management, Sales Process Management, Creative Problem Solving, Marketing, Management, New Business Development, Tech Sales, Sales Training, Sales Strategy, Sales Compensation, Startups, Business to Business (B2B), Market Development, OEM Sales, Network Security, Sales Pitches, Business Strategy, Startup Growth Strategy Development, Business Partnerships, Partnerships, Partnership Identification, B2B Partnerships, Partnership Management, Business Technology, Technology Consulting, Value Proposition, Go-to-market Strategy, B2B, Pricing, Sales & Channel Enablement, Market Fit, Executive Presentations, Client Presentations, Presentations, Sales Funnel, Sales Growth, Market Entry, Sales Operations, Customer Relationship Management (CRM), Visual Storytelling, United States, Business Models, Sales Forecasting, Sales Effectiveness, Education

Education

  • Bachelor's Degree in Engineering Management
    1976 - 1980
    Clarkson University - Potsdam, New York, USA

Certifications

  • Fintech: Overview, Payments, and Regulation
    JULY 2022 - PRESENT
    University of Pennsylvania
  • HubSpot Inbound Certification
    APRIL 2021 - PRESENT
    HubSpot
  • US Patent
    JANUARY 2001 - MAY 2014
    US PTO
  • Technical Marketing Training Program (TMP)
    JUNE 1983 - PRESENT
    General Electric

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